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© 2008 TBA Resources, Inc. All Rights Reserved. 1
CultureChange
Knowledge
Process
Support
Skills
CustomServices
TBAProductCatalog
© 2008 TBA Resources, Inc. All Rights Reserved. 2
Culture Change
Behavioral Process Profiling
3
Alignment Survey & Senior Team
4
Strategy Orientation
5
Harnessing Global Potential
6
Triangle Partnering Program
7
Leadership Team Development
8
© 2008 TBA Resources, Inc. All Rights Reserved. 3
Behavioral Process Profiling
© 2008 TBA Resources, Inc. All Rights Reserved.
The Transforming Organizational Culture Process TM
Senior Team Alignment Process TM
1. Strategic Alignment Survey (SAS) & Team Alignment Questionnaire (TAQ): All employees respond to the SAS and all senior managers to the TAQ. Debrief results.
2. Senior Team Alignment Retreat: focused on getting all team members on the bus and committed to being a high-performing team.
3. Senior Team Planning Retreat with 5 Follow-Up meetings to agree on Purpose, Values, Vision and Goals, and implement a plan for creating a Responsibility- Based Culture..
Strategic Alignment
& Sr. Mgt Surveys (SAS & TAQ)
Strategic Alignment
& Sr. Mgt Surveys (SAS & TAQ)
CEO Debriefed on
Survey Results
CEO Debriefed on
Survey Results
Sr. Mgt Debriefedon Alignment
Survey
Sr. Mgt Debriefedon Alignment
Survey
Senior Team Planning Retreat Values, Vision & Goals
Senior Team Planning Retreat Values, Vision & Goals
MonthlyPlanningSession
MonthlyPlanningSession
MonthlyPlanningSession
MonthlyPlanningSession
MonthlyPlanningSession
MonthlyPlanningSession
MonthlyPlanningSession
MonthlyPlanningSession
MonthlyPlanningSession
MonthlyPlanningSession
Senior Team Alignment Retreat
Senior Team Alignment Retreat
To gain organizational alignment & executive follow-through
Survey & Senior Team Alignment
1. Assessment and Debrief 2. Senior Team Alignment Retreat3. Senior Team Planning Retreat & Follow-up meetings
4
© 2008 TBA Resources, Inc. All Rights Reserved. 5
Strategy OrientationTo engage and mobilize the target audience in executing a strategy for competitive success and delivering change through training
Present State
–As Is
Future State
–To Be
–Local
Mobilization Plan–
Resolve
Obstacles &
Reassess
•Products
•People
•Process
•Structure
•Rewards
• Capacity• Competition• Market
Strategy
• Inventory • Assessment• Role• Remedies
–Model
ofExcellence
–
© 2008 TBA Resources, Inc. All Rights Reserved.
Harnessing Global Potential
6
• Defining Challenge
• Global Business
• Buyer – Supplier
• Getting Started
• Communication
• Influence without Authority
• GAM Job Description
• 360o Feedback
• Auditing Parameters
• Diagnostic
• Solution Focus
• Planned Improvement
• Personal Implementation Planning
© 2008 TBA Resources, Inc. All Rights Reserved. 7
Triangle Partnering ProgramProduct supply or channel partners need to share an integrated Value Proposition with Client Generalists and Specialists:
© 2005 The Linkage Group LLC. All Rights Reserved.
Vision A compelling reason to
share and develop a strategic vision of the
possibilities
Impact Joint
opportunities to leverage core
capabilities through a bundled exchange
of offerings
AlignmentStrategic agreement
of specific goals, objectives, and
expectations of results with mutual trust
© 2008 TBA Resources, Inc. All Rights Reserved.
Application
ExpectationsProfile
& Debrief
Application
ExpectationsProfile
& Debrief
The Transforming Organizational Culture Process TM Leadership Development Process TM
Five Modules presented over 12 to 18 months. Leaders apply learning with Employees after each Module
Module 1: Focuses on helping managers understand their impact on the work environment & the trust level developed.
Module 2: Coaching & Counseling Skills essential for leaders to help employees develop problem-solving & decision-making skills
Module 3: Ensures each employee sees a connection with the organization’s Purpose & Values
Module 4: Develops a High Performing team taking ownership of their performance
Module 5: Forming a partnership with the team to increase business results
Application
the DiSC Profile
& Mentoring Planner
Application
the DiSC Profile
& Mentoring Planner
Application
All Employeesin dialogue
around Purpose& Values
Application
All Employeesin dialogue
around Purpose& Values
Application
TeamDimensionsProfile andZ-Process
Application
TeamDimensionsProfile andZ-Process
Application
Dimensionsof
Leadership Profile
Application
Dimensionsof
Leadership Profile
1. Building Trust
Leadership Behavior
creates culture - Increase Emotional
Competencies with DiSC
Model& 3600
Feedback
1. Building Trust
Leadership Behavior
creates culture - Increase Emotional
Competencies with DiSC
Model& 3600
Feedback
2. Coaching & CounselingSkills
2. Coaching & CounselingSkills
3. IncreasingEngagement& Commitment
3. IncreasingEngagement& Commitment
4. Building aHigh PerformingTeam
4. Building aHigh PerformingTeam
5. Shared Leadership
5. Shared Leadership
Leadership Team DevelopmentMid-level sales leaders need preparation for implementing customer- centric culture change:
Dialogueincreases employee
responsibility &
accountability
Aligning all employees
withPurpose &
Values
Identifying Team Roles
& teamCoping Skills
Learn theZ-Process
Bringing out the Leader in all employees, getting shared responsibility for Business
Results
8
© 2008 TBA Resources, Inc. All Rights Reserved. 9
Knowledge
Industry Knowledge Application
10
Customer Analysis Program
11
Product Application Roadmap
12
© 2008 TBA Resources, Inc. All Rights Reserved. 10
Industry Knowledge ApplicationDelivering understanding through distance learning – to position solution value within the customer’s application:
Web-enabled learning with 90% certification scorerequired
By everyone with customer contact
10
© 2008 TBA Resources, Inc. All Rights Reserved.
Customer Analysis ProgramBusiness acumen– to sell financial value based on analysis of the customer’s public documents:
Example: Aerospace*
Secure Collaboration
Advanced Configuration
Deliverables Management
Product Change
Digital Prototyping
Model-centric Definition
* For illustration. Separate tracks are developed for each industry served.
Metrics
Revenue
Profitability
Cost Reduction
Asset Turnover
Return on Capital
Return on Sales
CustomerResearch
11
© 2008 TBA Resources, Inc. All Rights Reserved. 12
Product Application RoadmapUnderstanding customer issues – to clearly articulate the value proposition to senior level decision makers:
Share Comprehensive Case Histories for Senior Executives in their Industries
Personalize Use of Product RoadmapProject Vision – Value Proposition – Concept Presentation
Discuss Metrics to Gauge ROI and Validate Recommendations
Share Executives’ Views of Links between Strategy & Leadership
Speak in Detail about Customer’s Budgetingand Planning Operations
Model Executive Communication with Explicit Tactics
12© 2008 TBA Resources, Inc. All Rights Reserved.
© 2008 TBA Resources, Inc. All Rights Reserved. 13
Skills
Creating Personal Partnerships
14
Consultative Program Selling
15
Advisory Relationship Development
16
Consultative Negotiating Skills
17
Group Selling Skills
18
© 2008 TBA Resources, Inc. All Rights Reserved. 14
Creating Personal PartnershipsManaging relationships – to practice executive bridging and build collaboration and trust at all levels in all functions:
Motivation
Style
Goals
Benefits
Influence
Issues
Themes
Differentiators
Value
Proposal
Internal or External CustomerStrategic Resource
Partner
© 2008 TBA Resources, Inc. All Rights Reserved. 15
Consultative Program Selling
Develop HolisticSolution
Explore Customer Needs
Establish Business Purpose
Pre-Call Plan
Resolve Concerns
Committo Action
CreatePersonal
Partnerships
CreatePersonal
Partnerships
Applying technical knowledge – to optimize consultative problem-solving among virtual team and client contacts:
© 2008 TBA Resources, Inc. All Rights Reserved.
Advisory Relationship Development
Introduction & Re-contact
Customer● Person ● Context ● Issues ● Expertise
● Solution
DefineOutcome
ExplorePast
DefineCurrent
6. DesignMeasures
The professional advisor or sales coach knows what it takes to sustain improved results for the customer.
Commit5. Develop
Plan
SummarizeLearning
16
1
5
4
32
6
© 2008 TBA Resources, Inc. All Rights Reserved. 17
Consultative Negotiating Skills
Resolve ApparentConflict / Optimize Solutions
Build on Common Interests
Prepare for the Negotiation
Analyze the Parties
Manage RealConflict
Committo Action
MaximizeCooperation
Maximize Cooperation
Skills necessary for implementing negotiation strategy based on value-added and standardizing Best Practices:
© 2008 TBA Resources, Inc. All Rights Reserved. 18
Group Selling Skills
OpeningGaining Interest
Building Agreement
Maximizing
Involvement
Calling to
Action
Audience
Analysis
Media
Materials
Delivery
3. Content 2. Methods & Skills 1. Outcomes
18
Conducting conversational presentations with customers:
© 2008 TBA Resources, Inc. All Rights Reserved.
© 2008 TBA Resources, Inc. All Rights Reserved. 19
Process
Market Analysis & Planning
20
Strategic Account Planning
21
Account Development Program
22
Smart Selling Program
23
RainMaker™ SFA
24
© 2008 TBA Resources, Inc. All Rights Reserved.
Market Analysis & PlanningAccurate prospect targeting – to build qualified prospect databases and drive consistent opportunity management:
Analysis
Planning
• Prospect Data• Screening• Segmentation• Qualifying• Prioritizing• Loading
• Needs Evaluation
• Projecting• Profitability• Values• Strategizing• Ranking
Rollup / Approval
Rollup / Approval
Planning / Implementation
20
© 2008 TBA Resources, Inc. All Rights Reserved.
Strategic Account Planning
21
One Entity
1. Mission
2. Vision3. Values4. Goals
5. Imperatives
6. Actions
7. Resources
8. Relationships
9. Dedicatio
n
10. Expecta
tions
11.
Next R
evie
w
12. R
espo
nsib
ility
© 2008 TBA Resources, Inc. All Rights Reserved.
© 2008 TBA Resources, Inc. All Rights Reserved. 22
Account Development Program
CPS skillsused in each
phase with select decision makers
Continuous account development
ImplementAgreement
ProvideService
Find OutFacts
StructureAgreement
SellConcept
GainDecision
Plan Sale Phases &Customer
Relationship
Improving account planning – developing global plan and tactical actions, communication and events to drive execution:
© 2008 TBA Resources, Inc. All Rights Reserved.
Smart Selling Program
Team leadership – to delegate and mobilize multi-functional resources to identify, create and deliver value:
CONTINUOUS OPPORTUNITY
MAPPING & STRATEGY DEPLOYMENT
CONTINUOUS GOAL SETTING – MULTI-YEAR RELATIONSHIP DEVELOPMENT
STAGE 1 – PROFILING
THE ALLIANCE PARTNERSHIP
STAGE 4 – PRESENTINGTHE ALLIANCE
PARTNERSHIP
STAGE 3 – SCOPING THE
INTEGRATED SOLUTION
STAGE 2 – ASSESSING
THE MARKET OPPORTUNITY
INTEGRATIONWITH
CUSTOMERTEAM
RESOURCES
INTEGRATION OF SUPPLIER
TEAMRESOURCES
23© 2008 TBA Resources, Inc. All Rights Reserved.
© 2008 TBA Resources, Inc. All Rights Reserved. 24
Salesforce Automation (RainMaker™)Information management – to add necessary functionality, standardize Best Practices and gain transparency and accountability:
Winning Model Attainment & $ Results
• Strategy Goals• Customer Alignment Parameters• Milestones & Actions• Buyer Views• Team Notes• Analytics• Event Planning• Forecast & Rollup• Variance Analysis
Number of Strategic Account Managers
Top 10%HighPerformers
24© 2008 TBA Resources, Inc. All Rights Reserved.
© 2008 TBA Resources, Inc. All Rights Reserved. 25
Support Customer Loyalty Metric
26
Due Diligence & Consulting
27
360° Feedback
28
Maximizing Sales Performance
29
Maximizing TeamPerformance
30
Learning Supportfor Rollout
31
© 2008 TBA Resources, Inc. All Rights Reserved.
Customer Loyalty Metric“Exclusive, trusted Advisors get more referrals and
much higher retention.” – Tom
Leading Indicators:• Client Loyalty
• Team Effectiveness
• Perceived Value Delivered
• Client Retention
• Share of Future Wallet
• 100% Client Share
• More ‘at bats’
Lagging Indicators:• Fees per Client
• AUM per Sale
• Revenue per Team
VS
26
© 2008 TBA Resources, Inc. All Rights Reserved. 27
ConductExecutiveCoaching
MutualDueDiligence
BuildBase-lineModel
IdentifyAreas ofResistance
Due Diligence & Consulting
Strategic Resource: four SAMA Consultants with 82 years of roll-up consolidation and integration experience.
Defining success, identifying integration obstacles and recommending field-based integrated solutions:
Plan and Implement Change Process
to Execute Strategy and Measure Progress
© 2008 TBA Resources, Inc. All Rights Reserved. 28
360° Feedback & Gap AnalysisJob competency models with on-line assessments, tailored to new enterprise-model team functions and initiating change:
CorrespondentRatings
PersonnelDecisions
International
GroupReport
ReviewerCertification
PerformanceInterviews
On-LineAssessment
AssessmentDesign
FeedbackReport #1
FeedbackReview #1
“Time-2-Change”
Assessment
SustainedIndividual
Development
FeedbackReport #2
FeedbackReview #2
≈≈
© 2008 TBA Resources, Inc. All Rights Reserved. 29
Self-Directed or Classroom Learning
Observed Problem Analysis
360º Feedback& Gap Assessment
PersonalDevelopment
Planning
Skills Coaching
Performance Coaching
(Job Counseling)
• Personal
• Technical
• Functiona
l•
Leadership
Maximizing Sales PerformanceSales coaching through continuous feed-back and
learning
Maximizing Team Performance
Commitment
Accountability
Ski
lls
Performance Results
Collective Work
Products
Personal Growth
ProblemSolving
Technical /function
Interpersonal
Specific goals
Common approach
Meaningful purpose
Mutual
Small number of
people
Individual
Adapted from The Wisdom of Teams, Katzenback and Smith 30
© 2008 TBA Resources, Inc. All Rights Reserved. 31
Learning Support for RolloutFor each of the outsourced solution components, centralize database & production administration:
Logistics
Data
Registration
Component Project Planning
Materials
Locations
Instructors / Facilitators